When we do non-standard automation equipment business, Do we very often get no response after the plan is handed over? Is the customer not satisfied with the plan even if it has been repeatedly revised? After the equipment is delivered to the customer, it needs to be adjusted and modified frequently, and is it still unacceptable? The equipment is debugged in the customer factory for a few months, and is it finally returned?
Is it hard to get the money back in the end? Did you pay a lot and get no recognition from your customers? There are many factors contributing to these problems. In the final analysis, your device (solution) cannot meet the customer's needs and satisfy the customer! A lack of adequate understanding of customer needs is one of the key factors. This paper will discuss how to understand the concept and demand characteristics of non-standard design from a technical perspective (non-commercial).
The concept and demand characteristics of non-standard design
1. Diversity and uncertainty
There are many different ways to accomplish the same task. Different customers consider different emphasis, so there is a big difference in demand. What Customer A considers as a good solution may not necessarily meet the needs of customer B. Some customers value the main performance of the equipment, and the price of the equipment can be high enough. Some customers pay more attention to the price, hoping to save the money on the basis of basically meeting the needs of performance.
Generally speaking, non-standard automation equipment is not available in the market, and can fully meet the needs of the equipment. In general, non-standard automation equipment is a device that can completely meet the needs but it can not be purchased on the market. Device providers must develop a completely new model and have an innovative process from scratch. However, it should be noted that innovation is not the same as making inventions and creations. On the contrary, the non-standard design is based on the mature principle of structure and realizes the required functions through different structural combinations.
Non-standard equipment is demanded first, and then be produced. This is the biggest difference from trade in standard equipment and other standard items. The standard equipment is made by suppliers according to the market demand, whose function and performance have already been determined. Business people actively sell the developed equipment to the specific demand parties. Non-standard equipment is based on user requirements to provide personalized equipment products and services.
4. Short development cycle
Most of the non-standard equipment is auxiliary equipment, which is different from the main process equipment. Process equipment (mostly standard equipment) in the planning is put forward at the beginning of the purchasing requisition. However, the non-standard equipment is put forward only when the user encounters the bottleneck and wants it to be transformed. Once the demand is put forward, the delivery time will be short.
5. Great price difference
The price of different schemes varies greatly, and the use of different spare parts also affects the price of equipment. Much depends on the client's focus and comprehensive evaluation.
6. After-sales service.
After-sales service is also a factor to consider for non-standard equipment providers. Customers themselves have different automation technology capabilities, and the degree of dependence on equipment providers varies greatly.
7. High risks
Compared with standard equipment, the development of non-standard equipment is riskier. On the one hand, it depends on the technical strength of the equipment provider. On the other hand, it depends on the assessment of requirements. The more sufficient the assessment, the less risk, and vice versa.